Sales Value Streams: AI-Ready Edition

The Sales Value Streams: AI-Ready Edition is for CIOs, architects and transformation leads who need to see how sales work runs from trigger to value, and where AI belongs in it. It covers 12 value streams in 60 stages. Each stage is shown as it runs today and as it could run with AI, with the target AI mode, the agents involved and the human checkpoint that stays with a person. It is the value-stream part of Business Architecture for Sales: AI Transformation Blueprint, sold on its own.

What's Inside

The same 12 value streams come in three files: a deck to present, a workbook to work in and a guide to read. The workbook holds every field; the deck shows each stage as it runs today and AI-native, with its AI mode and human checkpoint.

• 12 sales value streams and their 60 stages, each with its steps, stakeholders, entry and exit criteria, and the capabilities that enable it
• For every stage: today's pain points, the AI-native future state, the agents involved, the target AI mode, the human checkpoint and KPIs
• 11 standard sales value streams with their steps, as a reference process view
• The Value Streams deck (PowerPoint): every value stream as a flow, then stage by stage
• The workbook (Excel): the value streams and every stage, in sheets you can filter and extend
• The guide (Word): the scales used at each stage (AI mode, human oversight, risk tier and work pattern), every value stream in prose, and the license
• Free corrections, and new versions free for 180 days

Every file names your organization and carries your license ID.

The 12 Value Streams

Each value stream runs from a trigger to the value it delivers. The list gives that value and the number of stages.

• Market to Sales Plan (5 stages): A sales plan whose goals add up to the business objectives, whose segments, routes to market, capacity and budget are consistent with one another, and which every region receives with its assumptions stated.
• Plan to Quota (5 stages): Territories with comparable potential and workload, account assignments made under clear rules, and quotas every seller understands and has accepted, which add up to the goal and are adjusted during the period only for defined reasons.
• Prospect to Pipeline (5 stages): Qualified opportunities created by sellers' own prospecting, reaching the right people in the right accounts with relevant, honest outreach that respects every contact preference.
• Lead to Opportunity (5 stages): Every lead marketing passes to sales is accepted or rejected with a reason, followed up within the agreed time, and either converted to a qualified opportunity or returned to marketing with a reason, so that no lead is lost between the two.
• Opportunity to Order (5 stages): A solution that meets the buyer's need on terms the buyer accepts, priced and approved within the organization's limits, signed with authority and booked completely for fulfillment and billing.
• Bid to Proposal (5 stages): Effort spent on the bids the organization can win, and responses that are complete, accurate, approved and on time, built from approved answers that improve with every bid.
• Quote to Contract (5 stages): An accurate quote and clear terms for the buyer, and for the organization prices, discounts, credit terms and commitments approved within authority and recorded so that they are met.
• Account to Renewal and Expansion (5 stages): A customer whose supplier understands its business and keeps meeting its needs, and for the organization revenue retained at renewal and grown through expansion.
• Partner to Revenue (5 stages): Reach the organization could not get alone, through partners who are selected on fit, enabled to sell, protected on the deals they find, and paid what they earned on clear terms.
• Forecast to Commit (5 stages): A forecast leadership and finance can plan on, built from current opportunity data, tested against evidence, committed by the accountable leaders, and improved each period from how it turned out.
• Sales Results to Incentive Pay (5 stages): Accurate incentive pay that sellers understand and can check, and for the organization incentives that reward the results it wants at a cost it accepts.
• New Seller to Productive Seller (5 stages): A clear path for the seller from first day to full productivity, and capacity that arrives when the plan needs it.

Who Uses It

Process owners and the teams who redesign sales work, transformation leads who need a future-state process view to plan from, and business architects who map value streams to capabilities.

How It Fits With the Other Products

Each stage names the capabilities that enable it; they are defined in the Sales Capability Model: AI-Ready Edition. The agents each stage involves are specified in Business Architecture for Sales: AI Transformation Blueprint, which also holds the business data model, use cases, controls, an operating model and a roadmap. The Sales Business Data Model is sold on its own too.

Target AI modes describe a typical large enterprise and are a starting point for your own.